Sr. Account Manager, EMEA

As a Sr. Account Manager at RTI, you'll engage directly with existing and new clients, delivering our Connext DDS software solutions, and understanding their unique challenges. You'll proactively seek out new business in key industries, develop relationships with decision-makers, manage sales processes, and ensure ongoing customer satisfaction and retention.

Candidates for the Sr. Account Manager position at RTI should have over 10 years of professional experience, including a minimum of 5 years focused on selling high-end technology software solutions. Strong prospecting skills and a proven track record of meeting or exceeding sales quotas in collaborative environments are also essential.

The Sr. Account Manager at RTI should focus on commercial markets like Healthcare, Industrial Automation, and Robotics. These sectors present significant opportunities for selling our software solutions to product development teams facing complex technical challenges.

RTI supports its Sr. Account Managers by providing a positive working environment that fosters collaboration, offering training resources, and conducting team-building activities. This support, along with structured sales processes and innovative software products, helps them meet and exceed their sales goals.

Key qualifications for the Sr. Account Manager role at RTI include a strong background in engineering or computer science, experience in consultative selling, and familiarity with tools like Salesforce.com to enhance productivity. A proven ability to build relationships and communicate effectively are also crucial.

When answering this question, highlight specific roles where you've engaged with R&D or engineering teams. Discuss particular software solutions you've sold, the challenges faced, and how you adapted your sales techniques to meet client needs.

Discuss your strategies for researching potential clients, using networking opportunities, attending industry events, and leveraging social media. Sharing specific examples of successful prospecting will strengthen your response.

Emphasize a consultative approach where you actively listen to customer feedback. Provide examples of how you've followed up post-sale to address issues and foster long-term relationships, demonstrating your commitment to customer success.

Describe your strategy in responding to objections by acknowledging the client's concerns and offering solutions that highlight the benefits of your product. The key is to demonstrate empathy and a willingness to find a collaborative resolution.

Share your experiences working alongside other team members, such as Field Application Engineers, to demonstrate how collaboration leads to more effective solutions tailored for clients.

Detail your process for maintaining organization within your sales pipeline, including the utilization of CRM tools like Salesforce, tracking key metrics, and regularly reviewing your pipeline to prioritize leads.

Talk about how you build rapport through active communication, understanding their business needs, and demonstrating your industry knowledge and expertise that positions you as a trusted advisor.

Provide insights into how you stay informed about competitors’ offerings and market positioning. Discuss how this knowledge allows you to adapt your sales strategies accordingly.

Explain the methods you use for forecasting, such as analyzing historical sales data, evaluating current pipeline stages, and considering market trends that can influence customer behaviors.

Focus on RTI's reputation for innovation, commitment to employee development, and collaborative culture. Express your excitement about contributing to a company with a strong mission aligned with your professional values.